Should REALTORS® Actually Know the Areas They Sell?

Hi Kathleen, Great post!  We have agents here that indicate that they represent our entire county.  Now how can that possibly be?  I saw an ad that indicated that an agent worked in 3 different counties - wow - now that's really ridiculous!

I think this all the time.  It is so true that you can't know the area and represent the client well in other counties unless they are very close.  We also have different well & septic rules and even Cert of Occupancy rules. So true.

Being in a small rural market of about 28,000 across the county and only 4000 in Viroqua, I see a lot of agent who, have buyer will travel, from larger urban areas with a client buyer. We're 35 miles from a city of 150,000 and 90 miles from a city of maybe 500,000 or more.  Many agents from these urban cities will come out to sell in our area and not refer. It is a completely different market with rural property and farm issues that many do not know or understand. It is very different than residential issues.  Now we have also started also working their market instead of referring, since it is slower and have the time too. What I see is, often they are very surprised, like what are you (small town country agent who does not know the big city)  doing here.... but the street does go both ways.

real estate is real estate !! Right ?? Wrong, each market is too different for one agent to try to represent buyers and sellers across wide rangning geography

Great points and absolutely right.  I have referred clients out to areas that I could drive to in 15 minutes, but I knew there were nuances that I could not readily handle.  I always would want the expert in their area. 

I am with you on this one.  I refer clients who want to buy in San Diego County, just 30 minutes away because it is so different from Riverside County and I just have not taken the time to learn it so I don't want to misinform anyone.

Kate - I would hope that the answer to your question is a resounding YES... Yes. How else could we be efficient? And be the expert of our domain?

It's kinda like looking at your Eye Surgeon to see if you have issues with your nose? We wouldn't even think about that for one second.

Not Realtors(R) are made the same. Some work in all areas their cars can take them too, and there are some who just work in specific areas. I believe in knowing your market like the back of your hands.

Absolutely which is why I gave out your name this morning to an agent in our office looking for a Lake Anna agent!

I am so happy that you brought up this topic.  It has been one of my biggest pet peeves since joining the real estate industry. I am the queen of referrals. Metro Atlanta is comprised of 9+ counties and growing, there is absolutely NO WAY to be able to be knowledgeable about the entire area.  It IS best to specialize in one or two counties or maybe multiple cities.  Whenever I ask an agent, "where do you work?", I always get, "I'll sell a house ANYWHERE!"  I constantly ask them how they are able to give their clients the best service if they don't know an area.  I think that it is extremely unprofessional for real estate agents to take their clients around to areas they have never been.  I wish that some agents would raise the level of professionalism with which they operate.  It reflects badly on the industry as a whole.

Kathleen, I agree with you!  I wouldn't sell outside of my comfort area, but give a referral to a client for the area.  Or I would give a higher referral fee to another agent for showing us around while I went with my clients if I had a relationship with them already.  I wouldn't have done a CMA for another agent also, since those take up your time and you're not really getting anything for your help.  I live in a resort community, and we get tons of agents from the flatlands that think they can sell cabins up here.  They have no idea about our area, so how are they going to sell a cabin when they're used to selling tract homes?  180degree difference!

I would reduce that to 10 miles from my farm.  Anything beyond that, in my opinion, is a disservice to my clients.  Exceptions would be specific specialties such as lake front properties, senior projects, etc....

There are parts of Maui I don't want to work in too, and only because I don't know the territory, so would rather refer it out.  Life is too short to try and do it all.

MORNING KATE!  Can't agree more!  I refer out just 12 miles on the other side of town -- there are many communties on the "other side of Tucson" that I wouldn't even begin to try and help clients with.  Too many questions could come up that my answers would scream "she has no idea! -- Gabrielle

Kate,  I can assure you I have no real estate knowledge of Lake Anna and if I had a referral for the area you would be my choice.  It is my firm belief we should only serve the areas we know best.  For example, we have lived in Lake Ridge for 26 years - I challenge anyone to know the Lake Ridge as well as my husband and I do,  Karen